Task 1 Rose Winn is discussing price with Tom Green. Listen to the conversation and choose the best answer to each question you hear.
1. A. Canada.
B. America.
C. Japan.
D. China.
2. A. By 3%.
B. By 4%.
C. By 5%.
D. By 6%.
3. A. This is their first cooperation.
B. Other suppliers’ offers are 15% lower.
C. The woman can give the man a 5% discount.
D. They finally settled the question of price.
Task 2 Cathy Brown is showing some products to Ryan Bush. Listen to the conversation and fill in the blanks with what you hear.
W: Nice to meet you, Mr. Bush. What products are you interested in?
M: I’m interested in your company’s printers. Can I have a look at your printers on display first?
W: Sure. Here are our which may help you make a good decision.
M: Could you give me some ideas of your prices?
W: Here is .
M: Let me see. Er…it’s a little expensive. Could you give us ?
W: I’m sorry. This is our lowest price and we can’t go any further.
M: We’ll place a large order this time, if the price is more favorable.
W: When you consider the quality of our products, you’ll see our price is .
M: Well, I’ll call our head office and see what they have to say.
W: No problem. Thank you for your inquiry. If you need any more , please call me. This is my card.
M: Thank you.
Task 3 Jim Weeks is discussing an order with Molly Smith. Listen to the conversation and decide whether the following statements are true or false. Then write key words to support your answers.
Pure silk shirts are shirts in an old style for last year.
2. The minimum order is 800 pieces at $16.
3. The man requires that the woman reduce the minimum order to 300 pieces.
4. In the end, the woman reduces the minimum order with a slight increase in the price.
Task 4 Mr. Mailer is discussing some terms with Miss Wright. Listen to the conversation and complete Mr. Mailer’s note.
Mr. Mailer’s Note
1. a ( ) discount on orders over $100,000 in value.
2. A ( ) must be signed within one month.
3. ( ) will be made within two months after the sales confirmation has been signed.
Task 5 Listen to the passage twice and fill in the blanks with what you hear.
Negotiating is the process by which two or more parties with different needs and goals work together to find a mutually acceptable solution to an issue. Understanding more about the negotiation process allows you to manage your negotiations with confidence and increases .
Before negotiations, you should clearly: determine what you want and what your bottom line would be.
During negotiations, start by talking about something with which no one could disagree. You can recite that the other party will say yes to. Give them a chance to tell you what they want. They may have an offer more favorable than you expected. If you disagree with something, state your disagreement in a(n) way. Don’t quarrel with the other party or get into a struggle. Remember negotiations do involve compromise. Unless you can get the other party to want exactly what you want, you will have to compromise. But you don’t have to compromise your principles.
Negotiating is a complex process but one . If you follow the tips above, you will find the process easier.
